Mastering Sales: Elevating Brand, Impacting Results, & Controlling the Controllables
In today’s world, social media has become an integral part of building and nurturing relationships in the business world. As a social seller, I have been able to create meaningful global relationships, amass a significant social following, and even get recognized as the number one social seller in my company, Microsoft. In this blog post, I want to share with you some of the insights and tips that have helped me achieve this.
It’s crucial to understand that sales is a people and process game. It’s all about relationships and resources. Therefore, it’s essential to invest in building relationships with the people who matter most, both internally and externally. These relationships can benefit customer relationships and career growth. With the help of social media, you can engage with the right people and build lasting relationships.
Social selling is a probability game. Just like gambling, you need to understand the probability behind your actions. The quality, quantity, and consistency of your outreach and engagement are critical factors that you can control. Understanding the metrics and statistics of your actions will help you optimize your efforts and achieve better results.
Control the controllables. There are many variables in sales that we cannot control, such as competition undercutting prices. Focusing on the things that we can control, such as the quality of our outreach, the quantity of our engagement, and the consistency of our execution, is paramount.
It’s essential to be a student of the game. Sales is a constantly evolving field, and you need to keep up with the latest trends, tools, and techniques. You also need to build a playbook that outlines your accounts, investments, and milestones. By understanding the playing field, you can position your resources and investments strategically.
Sales is not just about closing deals but building relationships – creating and nurturing them while delivering value are keys to success. Understanding the motivations and needs of customers and colleagues is crucial to building these relationships.
Technology has also empowered salespeople in the digital workforce, allowing them to be in front of customers with the press of a button. It empowers and enables us to show up with more insights, show up better and open doors we would not be able to open otherwise. Balancing this with face-to-face work where it makes sense and is mutually agreeable is the present state and future of sales.
To develop mastery of sales, understand and develop your unique superpowers and personal brand, whether your desired outcome is promotion, a paycheck or meaningful impact in your organization.
